Negotiating Process in the Business World

Negotiation is a part of the business world just as it is part of the wider social world. Negotiation is part of the process by which an individual goes to work for a company, it is part of the process by which suppliers are selected, and it is part of the process by which companies and unions arrive at contracts. Negotiations can be formal, such as in a bid process, or informal, such as determining which employees take which days off for vacation. Negotiations can involve millions or billions of dollars, or affect the company's ability to meet a deadline on time. Over the years, much has been written about the art of negotiation, including how to win negotiations, how to create win-win scenarios, even what to wear to the negotiating session. This research considers a relatively new approach to negotiation, one that suggests that negotiations can be approached from an organization-wide perspective, and one that takes a broader view of the negotiating process.

ANALYSIS OF NEGOTIATION AS A CORPORATE CAPABILITY

According to Ertel, many negotiators focu

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